Senior Principal, GTM Strategy

We offer a flexible working policy that empowers iManage employees to balance work and well-being. We encourage two days per week in-office collaboration, offering opportunities to learn from peers in person, while also providing the flexibility needed for a meaningful work-life balance.    

Being a Sr. Principal, GTM Strategy at iManage Means… 

You will play a key role in shaping and scaling our global growth engine. This role is responsible for architecting strategic GTM initiatives that align to our long-term business goals—designing coverage models, defining segmentation strategies, leading strategic planning cycles, and enabling revenue expansion through thoughtful cross-functional collaboration. This is an individual contributor role with significant influence across Sales, Marketing, Customer Success, Channel, and Operations. 

You will operate at the intersection of strategic planning and execution, partnering closely with GTM Business Partners and the GTM Operations team to translate strategic priorities into field-ready, scalable programs. Your work will directly impact how iManage grows pipeline, penetrates markets, and expands relationships with our customers. 

iM Responsible For… 

• Developing and leading annual GTM planning cycles, including segmentation, territory design, quota setting, sales capacity planning, and org modeling 
• Designing and driving strategic growth initiatives such as new market entry, pricing and packaging evolution, vertical expansion, and cross-sell plays 
• Managing whitespace and market opportunity analyses (TAM/SAM/SOM) to inform prioritization of go-to-market investments 
• Creating scalable, data-driven coverage models and aligning them with revenue targets 
• Maintaining strong alignment across Sales, Marketing, Customer Success, Channel, Product, and RevOps to ensure executional clarity 
• Collaborating with GTM Operations to operationalize strategies across the customer lifecycle 
• Communicating and aligning strategic plans with executive leadership, including CRO, CFO, and other cross-functional SVPs 

iM Qualified Because I Have… 

• 8+ years of experience in GTM strategy, business planning, or revenue operations within a B2B SaaS environment 
• A track record of owning, building and executing scalable growth strategies across multiple customer segments and markets 
• Strong analytical and problem-solving skills with experience building or interpreting complex data models and forecasts 
• Excellent executive communication skills and comfort working with senior leadership 
• A collaborative, low-ego approach and the ability to influence cross-functionally without authority 
• Strong financial acumen with a deep understanding of SaaS metrics, unit economics, and revenue levers 

Bonus Points If I Have... 

• Experience in legal tech, professional services, or similarly complex industries 
• MBA or equivalent advanced degree 
• Hands-on experience with pricing and packaging strategy 
• Familiarity with tools like Salesforce, Clari, Tableau, or Snowflake for dashboarding and GTM analytics 
   

Don't meet every qualification listed above? Studies show that women and people of color are less likely to apply to jobs unless they meet all qualifications. At iManage, we are committed to building a diverse and inclusive environment, and encourage everyone to show up as their full authentic selves. We welcome those that come with a growth mindset and a hunger for learning; so, if you are excited about this role but your past experience doesn't align perfectly with every qualification we encourage you to apply anyways! 

iM Getting To… 

• Join a rapidly evolving, industry-leading SaaS company on an exciting journey of growth and scalability!  
• Take on meaningful, high-impact challenges by leveraging cutting-edge technologies and best-in-class protocols to drive innovation.  
• Own my career path with our internal development framework. Ask us more about this!  
• Expand my skill set and earn certifications with unlimited access to LinkedIn Learning courses and interactive Microsoft courses & training.  
• Be part of a supportive and experienced team within a dynamic, inclusive, and encouraging culture.  
• Enjoy flexible work hours that empower me to balance personal time with professional commitments.  
• Collaborate in a modern, open-plan workspace featuring a gaming area, free snacks and drinks, and regular social events.  

iManage Is Supporting Me By... 

• Creating an inclusive environment where I can help shape the culture not just by fitting in, but by adding to it. 
• Providing a market competitive salary that is applied through a consistent process, equitable for all our employees, and regularly reviewed based on industry data. 
• Rewarding me with an annual performance-based bonus. 
• Offering comprehensive Health/Vision/Dental/Life Insurance, and a 401k Retirement Savings Plan with a company match up to 4%.  
• Granting enhanced leave for expecting parents; 20 weeks 100% paid for primary leave, and 10 weeks 100% paid for secondary leave.  
• Providing me with a flexible time off policy to take the time off that I need. Be it for vacation, volunteering, celebrating holidays, spending time with family, or simply taking time to recharge and reset. 
• Having multiple company wellness days each year to prioritize mental health and well-being.  
• Providing access to RethinkCare, a global behavioral health platform that enhances personal well-being, strengthens professional resilience, and empowers parental success through expert-led training and resources.  

The overall US annual base salary range for this position is $178,000 - $215,000 per year. Individual compensation for each candidate depends on factors such as qualifications, experience, and candidate location. This range does not include additional forms of compensation, such as bonuses, commission, or benefits. Your recruiter will provide further details about the offer range, incentives, and overall compensation during the hiring process. 

iManage is committed to providing an excellent candidate experience and will never ask you to engage in recruitment activity via text and exclusively communicates from emails using the @imanage.com domain. If you have any concerns or questions about communications you have received, please send them to [email protected] so our team members can review. 

About iManage… 

At iManage, we are dedicated to Making Knowledge Work™. Our intelligent, cloud-enabled, and secure platform is trusted by 4,100+ customers and 430,000 users worldwide, managing over 11 billion documents and 11 petabytes of data. We empower professionals across 65+ countries to unlock the full potential of their business content and communications.  

We are continuously innovating to solve the most complex professional challenges and enable better business outcomes; Our work is not always easy but it is ambitious and rewarding.  

So we’re looking for people who embrace challenges. People who thrive on solving problems, pushing boundaries, and collaborating with the industry’s best and brightest. That’s the iManage way. It’s how we turn the impossible into reality, empower our employees to grow, unlock their potential, and create a meaningful impact on everything we do.  

Whoever you are, whatever you do, however you work. Make it mean something at iManage. 

iManage provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.  

This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training. 

Learn more at: www.imanage.com  

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